From Great Demo to Signed Deal: The Founder GTM Playbook for Closing $100K Enterprise Customers
Your demo lands.
Your champion is excited.
Then everything slows down.
Security wants documentation.
Legal has questions.
Procurement starts negotiating.
Your executive sponsor disappears.
Three weeks go by, and you're stuck hearing, "We'll get back to you."
If you've ever felt like your product wasn't the problem, but somehow the deal still died, this session is for you.
In this practical workshop, we'll break down the founder playbook for moving enterprise opportunities from great first meeting to signed contract.
You'll learn how experienced enterprise sellers build momentum after the demo, identify real champions, navigate buying committees, manage procurement, and eliminate the friction that quietly kills six-figure deals.
This isn't another sales methodology presentation.
It's the tactical GTM playbook founders wish they had before pursuing enterprise customers.
You'll leave knowing how to:
Identify whether a $100K opportunity is actually real, or just a pipeline mirage.
Find champions who will sell internally when you're not in the room.
Multi-thread enterprise accounts without damaging relationships.
Build business cases executives can approve.
Prevent deals from disappearing into the "we'll get back to you" black hole.
Run security, legal, and procurement in parallel to reduce unnecessary delays.
Negotiate without leading with discounts.
Shorten enterprise sales cycles by eliminating avoidable friction.
Prepare your company for enterprise trust requirements before they become blockers.
Who should attend
B2B SaaS founders
AI founders selling to enterprises
Early GTM teams
Founding Account Executives
Startup CEOs beginning to move upmarket
Anyone pursuing their first enterprise customers
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The result: faster time to compliance, always-on audit readiness, and more bandwidth for your team to focus on core work.